For everyone, everywhere…
In keeping with the “What? By when?” mantra for this year, let’s look at some other actions that coincide with that way of organizing yourself and your business interactions.
In a recent coaching call, I was discussing an upcoming phone meeting in which thesalesperson was intending to get a sale. Not surprisingly, I asked “Are they expecting that, too?” which silenced the salesperson for a moment, before they started to backtrack and excuse/explain — neither of which was necessary or the response I was looking for. I asked if I could offer a simple structure for opening a meeting, and wisely, she said “Yes.” ; )
Three actions to take to ‘set up’ the meeting:
- “It’s now (time) and I have allotted 30 minutes for this meeting.
Is that what you have, too?” (Yes/no OR amend the time — if you can).
- “The objectives I have for this meeting are (x, y, z). Is that what you have?”
(Yes/no OR ask where there is a difference).
- “What else do you have on YOUR agenda that you would like us to discuss and / or get agreement on?” (Take notes: Can you do that in the time allowed or will you have to ask for a few more minutes or for another meeting?)
When discussing this on my call, the salesperson said that this sounded ‘too mechanical,’ to which I responded “I’m sure it does, since you aren’t doing this right now.” With practice, it becomes more fluid, for sure. And the other person KNOWS that their time will NOT be wasted because you’re prepared for the call and the outcome you intend to produce. This is one more way of distinguishing yourself from your competitors and producing outcomes.Let me know what happens when you do this.
Now, go sell something!oxo,Jody